What makes a company great now.
“I like to keep things simple… If you stick to those five principles and support your dealers, which are your soldiers on the front line, I think that you have a great company.”Steve Lowsky, in conversation with PBM President Dean Horowitz, Furniture Today
A self-assessment built from Steve Lowsky's Furniture Today interview. Score your company on his five principles and the three front-line multipliers, then get a gap report with action steps.
- 01Product
- 02Warranty
- 03Ship on time
- 04Service
- 05Promotion
- 06Front-line training
- 07Own strengths
- 08Sales team
The Lowsky model.
Do the five things well, and once your retailer does their job of selling through, the relationship becomes evergreen.
Play the interview · about 4.5 minVideo: Furniture Today · Watch on YouTube
- +Product
- +Warranty
- +Ship on time
- +Service
- +Promotion
- →Sell-through
- →Evergreen retailer
Then multiply it with a trained front line, innovation from your own strengths, and a sales team that helps build the product.
The five principles.
1 = weak · 10 = best in class. Move each slider to score.
The front-line multipliers.
From the rest of the interview.
Your results
Strengths
Gaps to close
Your action plan
Lowest scores first. The steps put Steve's advice from the interview into practice.
“Anybody could sell a retailer, but the retailer has to sell your brand… that's harder. It's harder than making it.”
Credits. Content comes from the Furniture Today video “Steve Lowsky, President/CEO of Middle Market Strategies on what makes a company great now” (2017), with PBM President Dean Horowitz interviewing Steve Lowsky. Quotes are taken from the video transcript and lightly trimmed. The self-check prompts and action steps apply his advice and are not word-for-word quotes. Steve Lowsky / Middle Market Strategies.
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